What is SaaS Earned Media? The Ultimate Tech PR Guide

July 24, 2023

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In today’s rapidly evolving digital landscape, the SaaS industry has witnessed unprecedented growth. As businesses vie for attention and recognition in this highly competitive space, a robust public relations (PR) strategy has become crucial for success. One vital aspect of SaaS PR is earned media, which plays a pivotal role in establishing a brand’s credibility, expanding its reach, and driving growth.

In this comprehensive guide, we will delve into the concept of SaaS earned media and explore how it can be leveraged effectively to propel your SaaS company’s success.

What is SaaS Earned Media?

Earned media, often referred to as “free media” or “third-party coverage,” is publicity that a company gains through editorial content rather than paid advertising. It includes mentions, features, and reviews in industry publications, blogs, news outlets, and social media. The key distinction here is that earned media is independently generated by journalists, influencers, or customers, making it more credible and trustworthy in the eyes of the audience.

In the SaaS world, earned media can manifest as positive reviews, testimonials, guest posts, thought leadership articles, and press mentions about your products or company. Harnessing the power of earned media is essential for SaaS companies looking to build brand awareness, establish thought leadership, and drive customer acquisition.

Why Earned Media Matters for SaaS Companies

Enhances Credibility and Trust

Earned media is invaluable in building credibility and trust with potential customers. When your SaaS product or company is mentioned positively in reputable publications or receives accolades from influencers, it creates a sense of legitimacy.

Prospects are more likely to trust third-party opinions and endorsements, leading to increased conversion rates and brand loyalty.

Amplifies Brand Reach

One of the most significant advantages of earned media is its potential to expand your brand’s reach exponentially. When industry influencers or media outlets cover your SaaS product, it exposes your brand to a wider audience.

This extended reach can lead to increased website traffic, greater social media engagement, and a boost in organic search rankings.

Cost-Effective Marketing

Traditional advertising can be expensive, and it may not always yield the desired results. Earned media offers a cost-effective alternative, as you do not directly pay for the exposure. While securing earned media requires effort and time investment, the long-term benefits outweigh the costs involved in traditional advertising.

Earned Media Supports Thought Leadership

Establishing your company as a thought leader is crucial in the competitive SaaS landscape. Earned media offers opportunities for your executives and experts to share insights, knowledge, and expertise on industry trends and challenges. By positioning your brand as a thought leader, you can attract more attention and recognition within your target market.

Crafting an Effective SaaS Earned Media Strategy

To leverage earned media successfully, SaaS companies must implement a well-thought-out PR strategy. Below are essential steps to create an effective SaaS earned media strategy:

Define Your Target Audience

Understanding your target audience is the foundation of any PR strategy. Identify who your ideal customers are, what challenges they face, and where they seek information. This knowledge will help you tailor your content and identify the most relevant media outlets to target.

Develop Compelling Storylines

Journalists and influencers are always on the lookout for exciting and relevant stories to share with their audiences. Develop compelling storylines around your SaaS product, customer success stories, or industry trends to capture their attention.

Cultivate Relationships with the Media

Building strong relationships with journalists, bloggers, and influencers is essential for gaining earned media coverage. Personalize your outreach, provide value, and avoid being overly promotional. Engaging in conversations and offering insights without asking for coverage will foster credibility and trust with media contacts.

Utilize Social Proof

Social proof, such as positive customer reviews and testimonials, can significantly influence journalists and potential customers. Feature customer success stories on your website, and encourage satisfied clients to share their experiences on social media and industry forums.

Leverage Industry Awards

Participating in and winning industry awards can be an effective way to gain earned media coverage. Awards add credibility to your brand and demonstrate recognition from industry experts.

Monitor and Measure Results

Use tools to monitor media mentions, track website traffic, and measure the impact of earned media efforts. Analyzing the data will help refine your strategy and identify areas for improvement.

Navigating Challenges in SaaS Earned Media

While earned media is an essential part of any SaaS PR strategy, it also presents unique challenges:

Competing for Attention

The SaaS industry is highly competitive, making it challenging to stand out amidst the noise. To overcome this, focus on unique value propositions and target niche publications that align with your audience.

Handling Negative Coverage

Not all media coverage will be positive, and negative reviews or mentions can impact your brand’s reputation. Address negative coverage with transparency and empathy, and use it as an opportunity to demonstrate your commitment to customer satisfaction.

Securing Consistent Coverage

Securing consistent earned media coverage requires ongoing efforts and relationship-building. Be persistent, and continuously offer newsworthy stories and insights to keep journalists engaged.


In today’s digital age, SaaS earned media plays a vital role in shaping the perception of your brand and driving business growth. By understanding the power of earned media, crafting a compelling strategy, and navigating potential challenges, your SaaS company can establish itself as a credible and trusted industry leader.

As a leading SaaS PR agency, Clickstrike is committed to helping you harness the potential of earned media to achieve your business objectives and propel your brand to new heights in the dynamic SaaS landscape.

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